Las tácticas evasivas de los morosos y como superarlas 2/8

Summary

This educational module delves into the evasive tactics of debtors and strategies to overcome them. It outlines common debtor evasions, such as claiming ignorance of debt, disputing quality or quantity of goods, and making vague payment promises. The script advises creditors on how to address these tactics, emphasizing the importance of remaining diligent, factual, and firm while avoiding emotional traps set by debtors. It also covers the 'armadillo' tactic of passivity and the aggressive approach, urging creditors to maintain composure and use objective arguments to counter debtors' maneuvers.

Takeaways

• 📚 The course aims to educate on tactics used by debtors to evade payment and how to overcome them.
• 🔎 Debtors often claim ignorance of the debt or lack of documentation to justify it.
• 📄 The recommended action for creditors is to promptly send a duplicate invoice, preferably via email or fax, to address the issue of missing invoices.
• 🤔 Debtors may introduce disputes or commercial incidents to shift the focus from their unpaid obligations.
• 🗣️ Creditors should allow debtors to detail their complaints without direct confrontation and request documentary evidence to counter their objections.
• 🤝 Debtors might make vague payment promises to alleviate pressure temporarily; creditors should maintain persistence.
• 💖 The 'appeal to benevolence' tactic involves debtors trying to emotionally manipulate creditors to delay payment.
• 📉 Threats of losing a customer are used by debtors to intimidate suppliers into granting extensions or privileges.
• 🕵️‍♂️ If a debtor claims to have already paid, creditors should ask for specific payment details to confront the lie.
• 🦔 The 'armadillo' tactic involves debtors showing complete passivity to wear down the creditor; creditors must be more patient and persistent.
• 💥 Aggressive behavior by debtors is an attempt to provoke a fight and end negotiations; creditors should remain calm and objective.
• 🚫 The 'hide and seek' tactic where debtors avoid contact with creditors requires creditors to use psychology and persistent follow-up.
• 😖 The 'playing the victim' tactic is used by debtors to make creditors feel guilty and offer extensions or write-offs; creditors must stay unemotional and objective.
• 💡 The 'broken record' tactic involves debtors repeatedly claiming they cannot pay due to lack of funds; creditors should not give up and consider installment payments.

Q & A

What is the main topic of the course discussed in the transcript?

The main topic of the course is about the evasive tactics used by debtors to avoid paying their debts and how to overcome these tactics to effectively recover the unpaid amounts.

What are the seven phases that debtors typically try to lead the creditor through?

The transcript does not provide specific details about the seven phases, but it implies that debtors use various evasive tactics to delay payment and relieve pressure from creditors.

What is the first common tactic debtors use to evade payment according to the transcript?

The first common tactic mentioned is claiming ignorance of the debt's existence or a lack of documentation to support it, often arguing they did not receive an invoice.

How should a creditor respond when a debtor claims they did not receive an invoice?

The creditor should act with utmost diligence by sending a duplicate invoice as quickly as possible, preferably via email as a PDF or by fax if necessary.

What is the purpose of a debtor presenting commercial disputes or issues?

The purpose is to shift the focus of the negotiation away from their unpaid debt by raising issues such as quality problems with the goods, quantity issues, or poor service.

How should a creditor handle a debtor's claim of a previous complaint that was not resolved?

The creditor should ask the debtor if they had raised the complaint before or if it's the first time they are mentioning it when asked to pay the invoices. The creditor should also request documentary proof of the complaint.

What is the debtor's objective when making vague payment promises?

The objective is to relieve the pressure from the creditor temporarily and buy time, without committing to a specific payment date.

How should a creditor respond to a debtor who appeals to their benevolence?

The creditor should let the debtor explain their situation and then redirect the conversation to finding a fair payment arrangement that the debtor can commit to.

What is the tactic of threatening to stop buying from a supplier, and how should a creditor respond?

This tactic is used to intimidate and pressure the supplier into granting delays or privileges. The creditor should check the customer's purchase history and not allow commercial blackmail, maintaining firm and polite claims for payment.

What should a creditor do if a debtor claims to have already paid?

The creditor should ask for details about the supposedly sent check, such as the issuing bank, check number, account number, and amount, to confront the debtor with their own lie.

What is the 'armadillo' or 'cachicamo' tactic, and how should a creditor handle it?

This tactic involves the debtor adopting a passive attitude, remaining unresponsive to the creditor's claims. The creditor should be even more patient and persistent, continuing to make claims until they get a reaction from the debtor.

How should a creditor deal with an aggressive debtor who tries to provoke a fight?

The creditor should avoid getting into arguments or confrontations, maintain calm, and use objective arguments to continue the negotiation.

What is the 'hiding' tactic used by debtors, and how can a creditor maintain pressure?

The debtor hides from the creditor, avoiding phone calls and meetings. The creditor should use psychology for follow-up, vary the times and days of phone calls, and consider personal visits, letters, and emails to maintain constant pressure.

What is the 'broken record' tactic, and how should a creditor respond?

The debtor repeatedly claims they cannot pay because they have no money. The creditor should not give up, but instead, assume that all debtors have some income and propose a fractionated payment plan if necessary.

How should a creditor act when a debtor tries to make them feel guilty or emotionally blackmail them?

The creditor should remain unemotional, use objective arguments to counter the debtor's claims, and not fall into the trap of offering extensions or write-offs.